Harvard Business Review

DECEMBER 11, 2013

Heightened expectations of expertise are also part of the picture — for instance, GE’s recent transition from asking executives to focus on breadth to focus on depth. Brad Peters, CEO of Birst, a business intelligence company, raised the issue of incentives and structure with me in an interview at Saleforce.com’s Dreamforce conference.

Incentives 8

Incentives Chief Information Officer Business Intelligence Execution 8

Harvard Business Review

JANUARY 12, 2017

But the move to SaaS comes with considerable challenges: Firms will need to change their structure , sales culture, and incentives , and convince existing as well as new customers of the new offering’s value. We identified a total of 359 SaaS product introduction events using the Dow Jones Factiva search tool.

Business Model 8

Business Model Licensing Company Software 8

Harvard Business Review

DECEMBER 20, 2018

But in my work with clients, when I ask executives if the CRM system is helping their business to grow, the failure rate is closer to 90%. Front-line sales professionals and managers rarely find the majority of these capabilities useful in winning more business for the company. The numbers ranged from 18% to 69%. The result?

CRM 12

CRM Project Succession CIO 12